Mid Market Account Executive

About You and The Role 

Zipline is expanding drone delivery to more restaurants and communities. As a Mid-Market Account Executive, you’ll help restaurant groups with 50–199 locations decide where and how Zipline fits their business.

You’ll develop new partnerships, guide restaurant groups through decisions that involve both corporate and local teams, and help turn signed agreements into launches. You’ll also bring what you learn from customers back to Zipline as we grow this part of the business.

What You'll Do

• Build relationships with restaurant groups that fit Zipline’s mid-market focus, and create a steady pipeline of potential partners.
• Find and engage the people who shape a group’s delivery strategy, including corporate leaders, franchisees, and restaurant operators.
• Learn how each group runs its restaurants, serves delivery customers, and evaluates new partners.
• Show how Zipline’s delivery service could support the group’s goals, from improving the guest experience to reaching more customers.
• Coordinate the conversations and decisions needed to move an opportunity forward, including business reviews, location selection, technical questions, and contract terms.
• Work with Zipline’s teams in Partner Success, Operations, Product, Engineering, Legal, and Finance to prepare partner plans that can work in practice.
• Keep prospects moving from initial interest to signed agreement, launch planning, and handoff to the teams supporting activation.
• Look for ways to grow successful partnerships across additional eligible locations.
• Keep account plans, pipeline updates, and forecasts current, and use what you learn in the field to strengthen Zipline’s mid-market approach.
• Represent Zipline at customer meetings, restaurant visits, and relevant industry gatherings. Travel as the role requires.

What You'll Bring

• At least 4 years of success in a sales role with responsibility for closing business, or comparable experience.
• Experience working with restaurant, hospitality, franchise, or other multi-location customers.
• Examples of advancing and closing deals that require coordination among several decision-makers; experience with six-figure contracts is helpful.
• The ability to open new conversations, ask thoughtful questions, explain business value, and work through objections and negotiations.
• Familiarity with restaurant operations and tools such as POS, online ordering, reservations, or restaurant communications systems.
• Confidence managing sales processes that may take several months and involve both corporate and franchise stakeholders.
• Strong organization and follow-through, including reliable pipeline management and forecasting.
• A collaborative approach to working with commercial, technical, and operational colleagues.

What Else You Need To Know

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.

We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!